The document outlines a master class by Mark Palmer aimed at improving understanding and accuracy in sales pipeline forecasting. It emphasizes the importance of a standardized qualification process that aligns all members of an organization on sales strategies and forecasts. Key components of successful sales deals, ongoing qualification activities, and a checklist for managers and sales personnel are discussed to enhance sales productivity.

1. Qualify Your Sales Pipeline
A Master Class
A path to understanding your sales pipeline
and improving the accuracy of revenue forecasting
Mark Palmer
Author, “Sales Management 2.0”
www.mark-palmer.com
©2015 Focus, LLC

2. About the Speaker
• Built the fastest growing sales team at Sun
Microsystems
• 14 years of leading sales teams to greater than 100%
YOY growth
• Author of Sales Management 2.0 - Managing in the
Sales 2.0 Environment
• Developed qualification methodology in the
technology sector, tested horizontality in many
different markets
Mark Palmer
©2015 Focus, LLC

3. About this Master Class
The objective for this class is to provide you with a proven process to
better understand your sales pipeline, including:
S A tool to analyze and update your pipeline
S An effective system for developing accurate forecasts
S A method to get everyone in your organization–from the new
sales rep to the CFO–on the same page regarding the forecast
©2015 Focus, LLC

4. If only…
S We had a good assessment of our sales pipeline.
S Each sales rep was using the same process.
S We had a more accurate picture of the future.
S All salespeople spoke the same language.
A standard process offers great potential!
©2015 Focus, LLC

5. Anatomy of a Sales Deal
• Problem
• Opportunity
• Product
• Services
• Budget
• Dollars
• New Vendor
• Past History
• Decision Date
• Funding
Available
All sales deals have the same components
©2015 Focus, LLC

6. What are the prospect's desired
business results?
S What business result is the prospect trying to realize?
S What challenges must the prospect overcome?
S Can the prospect articulate a solution they are trying to buy?
Describe the prospect’s desired results
©2015 Focus, LLC

7. Do we have a solution that will accomplish the
prospect's desired outcome?
S What solution should we be proposing?
S How well does the solution address the prospect's objectives
versus the competition?
S How consistent is the prospect's perception of the solution
with the expected solution?
Describe the winning solution
©2015 Focus, LLC

8. Is the prospect qualified
financially?
S Is this initiative budgeted?
S Does the solution fit within the budget?
S Is this initiative competing with other budgeted priorities?
Describe the prospect’s financial commitment
©2015 Focus, LLC

9. Is the prospect willing to do
business with our company?
S Is the prospect a current customer?
S Is the prospect a customer of the competition?
S Is the prospect willing to add a new vendor?
Describe challenges to doing business together
©2015 Focus, LLC

10. A Cautionary Tale
S Past relationships and interactions are also important.
S Positive or negative…
©2015 Focus, LLC

11. Is there a clear "impending
event?”
S When will a decision be made?
S What event or action will drive the sale to a close?
S Who is in control of the timeframe to close?
Describe the prospect’s impending event
©2015 Focus, LLC

12. Qualification Checklist
Managers and sales people need a common view
of the pipeline
©2015 Focus, LLC

13. Prospect Worksheet
...they also need to speak a common language
©2015 Focus, LLC

14. The philosophy is based around the
following key qualification principles:
S Qualification is not a one-time event. It is an ongoing
activity throughout the sales cycle.
S Qualification data will be discovered with each prospect
interaction. Sales strategy should be re-evaluated continuously.
S Improving qualification accuracy has positive impact across
organizational boundaries.
Qualification is the BIGGEST opportunity to
improve sales productivity
©2015 Focus, LLC

15. S Process and tools enable the sales rep to be continually
"up to date" on the qualification level of the prospect.
S Accurate qualification (and tracking) provides key insights into
product and solution focus for both sales and marketing.
S A consistent qualification process is a powerful self-development
tool for sales professionals.
Qualification leads to an objective and real-time
view of the pipeline
Key qualification principles:
©2015 Focus, LLC

16. Don’t let bad forecasts sabotage your business!
Mark Palmer
(916) 571-0174
mark@mark-palmer.com
©2015 Focus, LLC